]]>https://www.bradtonini.com/motivating-coaching-sales-team/feed/0Brad shares three questions to ask yourself to keep your team members motivated and on target.Brad shares three questions to ask yourself to keep your team members motivated and on target.Brad Tonini2:44Leading The Sales Processhttps://www.bradtonini.com/leading-sales-process/
https://www.bradtonini.com/leading-sales-process/#respondTue, 20 Jun 2017 08:00:03 +0000http://www.bradtonini.com/?p=718Brad stresses the importance of having a consistent sales process for your team to follow.

]]>https://www.bradtonini.com/leading-sales-process/feed/0Brad stresses the importance of having a consistent sales process for your team to follow.Brad stresses the importance of having a consistent sales process for your team to follow.Brad Tonini2:48You As A Strategic Thinkerhttps://www.bradtonini.com/you-as-a-strategic-thinker/
https://www.bradtonini.com/you-as-a-strategic-thinker/#respondTue, 06 Jun 2017 08:00:09 +0000http://www.bradtonini.com/?p=715Brad examines the strategic thinking that’s needed to achieve the strategic goals of the business.

]]>https://www.bradtonini.com/you-as-a-strategic-thinker/feed/0Brad examines the strategic thinking that’s needed to achieve the strategic goals of the business.Brad examines the strategic thinking that’s needed to achieve the strategic goals of the business.Brad Tonini2:35Our Job As A Sales Managerhttps://www.bradtonini.com/job-sales-manager/
https://www.bradtonini.com/job-sales-manager/#respondTue, 23 May 2017 08:00:43 +0000http://www.bradtonini.com/?p=712Brad discusses the three parts of the sales manager’s job.

]]>https://www.bradtonini.com/job-sales-manager/feed/0Brad discusses the three parts of the sales manager’s job.Brad discusses the three parts of the sales manager’s job.Brad Tonini2:00Attributes Of A Value Creatorhttps://www.bradtonini.com/attributes-of-a-value-creator/
https://www.bradtonini.com/attributes-of-a-value-creator/#respondTue, 18 Apr 2017 08:00:27 +0000http://www.bradtonini.com/?p=660In this podcast Brad explains the difference between selling on created value vs. selling on price.

]]>https://www.bradtonini.com/attributes-of-a-value-creator/feed/0In this podcast Brad explains the difference between selling on created value vs. selling on price.In this podcast Brad explains the difference between selling on created value vs. selling on price.Brad Tonini4:13Attributes Of A Great Dealmakerhttps://www.bradtonini.com/attributes-of-a-great-dealmaker/
https://www.bradtonini.com/attributes-of-a-great-dealmaker/#respondTue, 04 Apr 2017 08:00:45 +0000http://www.bradtonini.com/?p=655Brad discusses several things you must be good at in order to seal the deal.

]]>https://www.bradtonini.com/attributes-of-a-great-dealmaker/feed/0Brad discusses several things you must be good at in order to seal the deal.Brad discusses several things you must be good at in order to seal the deal.Brad Tonini3:15Strategic Thinkerhttps://www.bradtonini.com/strategic-thinker/
https://www.bradtonini.com/strategic-thinker/#respondTue, 21 Mar 2017 08:00:38 +0000http://www.bradtonini.com/?p=651Brad shares five tips to strategically think and get results from sales instead of just operationally doing sales.

]]>https://www.bradtonini.com/strategic-thinker/feed/0Brad shares five tips to strategically think and get results from sales instead of just operationally doing sales. Brad shares five tips to strategically think and get results from sales instead of just operationally doing sales. Brad Tonini2:54The Four Main Attributes Of A Trusted Advisorhttps://www.bradtonini.com/the-four-main-attributes-of-a-trusted-advisor/
https://www.bradtonini.com/the-four-main-attributes-of-a-trusted-advisor/#respondTue, 07 Mar 2017 08:00:11 +0000http://www.bradtonini.com/?p=647Brad explains the differences between a sales professional and a trusted advisor.

]]>https://www.bradtonini.com/the-four-main-attributes-of-a-trusted-advisor/feed/0Brad explains the differences between a sales professional and a trusted advisor.Brad explains the differences between a sales professional and a trusted advisor.Brad Tonini2:38Seven Secrets of Great Rain Makershttps://www.bradtonini.com/seven-secrets-of-great-rain-makers/
https://www.bradtonini.com/seven-secrets-of-great-rain-makers/#respondFri, 17 Feb 2017 17:56:40 +0000http://www.bradtonini.com/?p=610Brad shares seven ideas to make the most of your opportunities.

]]>https://www.bradtonini.com/seven-secrets-of-great-rain-makers/feed/0Brad shares seven ideas to make the most of your opportunities.Brad shares seven ideas to make the most of your opportunities.Brad Tonini4:14How to Deal with a Low Quote and Win the Businesshttps://www.bradtonini.com/how-to-deal-with-a-low-quote-and-win-the-business/
https://www.bradtonini.com/how-to-deal-with-a-low-quote-and-win-the-business/#respondSun, 04 Sep 2016 17:47:33 +0000http://66.132.197.229/?p=392As Salespeople, we are often faced with this ploy by the educated buyer. It may be quite sincere, there may be in fact someone who is prepared to take a lot less for what we do. It doesn’t mean you … Continue reading →

]]>As Salespeople, we are often faced with this ploy by the educated buyer.

It may be quite sincere, there may be in fact someone who is prepared to take a lot less for what we do.

It doesn’t mean you will lose the business- it’s just a jolt to let you know you haven’t yet shown the buyer enough value in your proposition so they can see the difference in your offer over your competitors.

The secret is to get deeper into what is being offered to make comparisons on your “Full Solution”.

Here are some of the ways I do this by asking:

1. Are we dealing apples for apples here?Are the products actually like for like or is it like comparing a Mercedes to a Holden?

2. What about our full experience?Is there something we are adding as standard that the competitor either hasn’t thought about or are making the buyer to pay extra for?

3. Our level of ExperienceHow many years or what qualifications do we have that our competitors don’t have?

4. Our GuaranteeWhat type of guarantee are they giving?

5.Our Physical Materials, ProductsIn the building trade this might be the quality of the timber etc. In the Consultancy business it may be the manuals, DVDs, CDs etc. In the phone business it may be the make of the phone.

So what do we do if we are pushed on price?

Rule #1:

Don’t panic.

Expect the question and be armed for it.

Rule #2:

Make the comment in every market that there is the premium provider, the low cost producer and the “Value for Money” proposition.

We are positioned at the “Value for Money” end.

Rule #3:

Ask “how far apart are we”? Find out what you are dealing with.

Rule #4:

Ask “Well if we were to meet a similar price what would you like me to leave out in our proposal?

Rule #5:

Look at packaging

Can you offer something unique in your package which makes it impossible to compare the 2 offers.

When all else fails and you want the deal, ask the prospect “What would we need to do to get your business?” It’s an old question but still a good one.